论文部分内容阅读
从交易成本视角入手并结合信息系统相关研究,文章分析了制造商IT资源对其合同治理手段的影响,以及对分销商渠道投机的抑制作用。经由实地收集的数据实证检验发现:第一,制造商的IT设备越先进,越有助于其与分销商制定更细致的一般合同条款与意外情况合同条款。第二,制造商IT人员提供的支持越多,则越有助于其与分销商制定更细致的一般合同条款与意外情况条款。第三,只有更细致的一般合同条款可以有效地抑制分销商投机,但更细致的意外情况条款则无助于降低分销商的投机。最后,根据上述研究结论,文章给出了企业怎样使用IT资源来提高渠道合同控制效率的相关建议。
From the perspective of transaction costs and the related research of information system, the article analyzes the influence of manufacturer IT resources on the contractual governance measures and the inhibitory effect on the channel speculation of distributors. Empirical data collected from the field test found that firstly, the more advanced the manufacturer’s IT equipment, the more it helps its distributors to formulate more detailed general and contractual terms of the contract. Second, the more support provided by the manufacturer’s IT staff, the more it helps with the distributor to develop more detailed terms of the general contract and contingencies. Third, only more detailed general contractual terms can effectively discourage distributors from speculating, but the more detailed contingency clauses do not help reduce distributors’ speculation. Finally, based on the above conclusions, the paper gives some advice on how to use IT resources to improve the efficiency of channel contract control.